Diamonds in the Rough: ZS Research on SMB Cloud Channel Preferences

John DeSarbo and Alex Southworth

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A ZS study shows 45% of small and medium-sized U.S. companies were using software-as-a-service or infrastructure-as-a-service solutions—and when it comes to purchasing or subscribing to those cloud services, 53% of those cloud service customers used an indirect channel for recent purchases. This executive summary of ZS research offers key findings on the SMB cloud services market, identifies attributes vendors should develop in their channel partners and provides insights on how vendors can act to make the most out of the opportunity.

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About the Experts

John DeSarbo is a ZS Principal based in San Francisco, and leads the ZS Sales Channel Strategy and Management Practice. He has more than two decades of consulting and industry experience focused on sales and marketing strategy and operations. His areas of expertise include multichannel go-to-market strategy, channel analytics, alliance and partner programs, and sales force design. John works with clients across a variety of B2B industry sectors with a particular focus on the technology industry.

Alex Southworth is an Associate Principal based in Los Angeles, and is a leader of ZS’s High Tech practice. He has more than 15 years of consulting and industry experience focused on developing and implementing go-to-market strategies for high tech clients. His areas of expertise include multi-channel go-to-market strategy, alliance and partner program design and sales and marketing integration.